Job Description

Position: National Fleet Carrier Sales Specialist

Compensation: $100,000 - 130,000 Annually

Job Description:

The National Fleet Carrier Sales Specialist will be responsible for overseeing and optimizing the performance of large-scale fleet operations across our national brokerage network. This role is critical to our Strategic Solutions initiative, focusing on high-value compliant, national fleets, carrier relationships, operational efficiency, and scalable growth. Also plays a vital role as liaison to AM’s and CS teams to ensure collaboration and communication between sales and operations. The ideal candidate will bring deep industry knowledge, strong analytical skills, and a proactive approach to fleet strategy and customer service.

Core Responsibilities & Duties:

• Build and maintain strong relationships with HV and National Fleets

• Oversee daily operations of national fleet partners, ensuring service quality, compliance, and cost efficiency

• Develop and implement strategies to improve fleet utilization, reduce deadhead, and maximize gross margin

• Negotiate contracts, service levels, and performance metrics

• Support the National Accounts initiative by aligning fleet capabilities with account managers and enterprise sales

• Collaborate with internal teams to increase utilization of tools like TFX, Exclusion Intel, and Secure Rate Con

• Leverage internal tools (e.g., Power BI) to generate performance reports and insights

• Track ROI and value metrics tied to fleet performance and strategic decisions

• Contribute to a positive team culture by mentoring junior staff and supporting transitions (e.g., backfilling roles)

• Ensure coverage and support for team members during personnel changes

• Other duties as assigned

Qualifications:

• 5+ years of experience in freight brokerage or fleet management, preferably with national scope

• Proven success managing carrier relationships and driving operational improvements

• Strong understanding of transportation compliance, market rates, and brokerage operations

• Excellent communication, negotiation, and leadership skills

• Proficiency in transportation management systems (TMS) and reporting tools

• Experience with strategic tools like Parade, TFX, Highway, and Mcleod

• Ability to work cross-functionally with Sales, Compliance, and Operations

• Comfortable navigating complex decisions and managing risk awareness

Forward Air is an Equal Opportunity Employer.

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About Us

Since 1990, Forward Air has been a leading provider of ground transportation and related logistics services to the North American air freight and expedited LTL market. We offer surface shipping on an accelerated “time-definite” basis, delivering cargo at a specific time, but under less time-sensitive situations – supplying you with a cost effective, reliable alternative to air transportation. We work with companies of all sizes to develop tangible advantages and build the best products to meet your specific needs. Forward Air presents to the wholesale transportation community (logistics companies, freight forwarders, integrated air cargo carriers, passenger/ cargo airlines, and non-traditional shippers), a single-source provider that can deliver more supply chain services and a superior menu of choices. Throughout the years we have added supplementary lines to our linehaul service, such as full truckload operations (Truckload Services), final-mile coverage (Complete® Cartage), and an Airline Logistics program, and we will continue to expand our services to meet the changing needs and growth of our customer base.

Forward Air is structured to optimize both savings and service to our customers. Direct partnerships with owner-operators and other surface transportation providers, enable us to remain cost-competitive. The Forward Air network is designed with over 90 facilities located at or near major U.S. and Canadian airports, 12 regional sort centers and over 300 beyond points (secondary airports provided through our Complete Cartage service), creating one of the most comprehensive linehaul networks in the industry.

Ranked 3rd in Newsweeks 2022 "Americas Most Trustworthy Companies ( " publication

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